Customer Success Manager 2

**Who are we?**

Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

**Job Summary**
Provide best in class support through the evaluation of customer loyalty and oversight of regional customers.

Continuously seeks opportunities in Revenue Generating (Success) Sales Leads, engages customer in Customer Business Reviews (CBRs), engages in revenue retention and churn prevention activities, and drives Issue Resolutions.

Typically manages 70 -100 small to mid-sized accounts, with ability to operate confidently as an individual contributor through regular support from management.

Show high level of curiosity to Data Center industry.

**Responsibilities**

Customer Onboarding

- Utilizes onboarding templates and checklists and uses judgment within a moderate scope to make modifications to the standard during onboarding based on customers needs and project scope

Uses the 3 Phase Methodology for onboarding:

- Phase 1 - Conducts pre-onboarding for key customers

- Phase 2 - Kick-off Onboarding: Sets up, facilitates and conducts kick-off meetings for customers

- Phase 3 - Continuous Follow-up: Within a moderate scope, follows up with key customers

All Phases:

- Communicates effectively, able to translate internal processes to be able to set customer expectations within a moderate scope. Communicates with developed skills in a way that allows the CSM to influence the customer and others.

- Able to communicate with customers what other teams at Equinix do and how customers should utilize them

General:

- Collects in depth information about the customer, so that the experience is personalized

- Proficient in Equinix's processes, policies and escalation paths

- Post onboarding, follows up on actions and tasks and understands how these tasks connect to customer's goals

- Able to articulate trends for this customer

- Able to utilize moderate inquiry (questioning) skills with the customer in order to better understand their business

- Able to use prior information to inquire more deeply about the customer

Adoption and Customer Success Management

- Develop, maintain and track progress of a Customer Success Plan within a moderate scope

- Drive product and process adoption by understanding customer usage trends of key customers

- Able to articulate a moderate understanding of Equinix's products (current and future) and provide customer education

- Collect customer feedback, providing it to relevant teams to improve the customer experience

- Proactively identifies feedback trends across customers and drives process improvements for key accounts

- Proactively review product utilization and propose potential solutions for key customers

General:

- For key customers only, partners with account team for presale discussion to facilitate account growth and gain insight and understanding of the customer

- Acts as a customer advocate

- Ensure smooth and clear handoff to/from internal teams

- Proactively reaches out to customers to touch base (i.e. heath check) on key customers

- Accumulate, utilize and distribute methods of best practices, May develop and implement new methods of best practices

- Participate in key customer projects, may lead cross functional teams for key customer projects, within a moderate scope

Issue and Escalation Management

- Assess issue/escalation to validate, prioritize and progress accordingly

- Manage, document and raise visibility of critical escalations as appropriate

- Engage key stakeholders as needed to ensure adherence to standard operating procedures, policies/rules/restrictions and when resolving issues and communicating externally with support from management

- Identifies process improvement opportunities or plans while leveraging what is already in place

- Participate in and/or collects issue post mortem/root cause analysis, to communicate resolution and any improvement plans when required

General:

- Main point of contact for the customer providing honest and empathetic support, for CSM managed escalations. Escalates to GEM and functional teams as agreed

- Work cross functionally to proactively engage internal colleagues in order to provide ongoing, timely updates and resolutions to the customer within a moderate scope

- Provides globally consistent communication

Account Management & Retention

- Involved in managing accounts in conjunction with sales and management, including support of order